Tips for a good first impression at your sales appointments
Upnify Editorial Team - 24 de octubre, 2022
The first thing you will have to sell to any customer is yourself. Learn how to make a good impression with your customers and build a relationship of trust from the first seconds of meeting them.
"There is no second chance for a first impression."
- Oscar Wilde
Have you ever felt like you disliked someone you just met? Or maybe the opposite has happened to you. We often form judgments about people without having all the information and this is because when we interact for the first time we only have 30 seconds to create a good impression and communicate something.
My old friend was telling me the story of how he was about to buy a luxury car, the car of his dreams. And I say almost because, in the end, he decided not to buy it. This person knew everything about the car and researched online prices, financing, technical data, and more. And even though it was not in his budget, he created scenarios in which he could afford it: sell some valuables, reduce other expenses, and even move to a smaller apartment. Nothing could stop her decision to buy. That is until he went to the car dealership and after spending a few minutes with the salesman, the veil in front of his eyes fell to the floor. When I asked him what made him hesitate, his answer was: I don't know, the car salesman didn't give me confidence. Confidence. They had only spent a couple of minutes together. A first impression can be the deciding factor in closing a sale, even if there is a long way to go between those two situations.
To achieve that impact when meeting your client, apply these simple techniques that will put you on the road to a long and lasting relationship (as long as you know how to keep it). Note, it does not mean that every time you have a good impression with a client you will have a sale for sure, that will depend on the follow-up you provide after that first appointment, however, these tips are a good place to start.
It's all in the attitude
The body is a reflection of how we feel. If you are in a bad mood or unable to control your nerves, your posture and body language will reflect it. Before a meeting take a few minutes to reflect on your emotions, how have you felt during the day, what actions do you find were triggered by the wrong attitude? If your attitude changes to the positive your body will change as well and all your body language will reflect this. Start with the attitude and the rest will come easier.
Adjust your posture
Try the following. Lift your shoulders towards your ears. Now push your shoulders back and drop your arms. Did you feel your back straighten? This simple exercise causes you to modify your posture and keep your back straight, in this position we show more confidence and can feel that way. Arriving at an appointment with slumped shoulders and a hunched back communicates to the other person that we don't feel like being there. It is best to arrive with confidence.
It sounds simple but it is quite complex since we are not all the same what is nice for you is not for the other. However, some actions are universal and help communicate that we are nice people. Start by smiling slightly when you enter the office or place where you will have your meeting and as you see your client, naturally widen your smile. Active listening and being a person with politeness are things that everyone likes.
Eye Contact and Dedicated Attention
In this day and age, it is very difficult not to fall into distractions, the phone and even now smartwatches, screens that bombard us with information all the time make us lose focus on what is important. When you arrive at an appointment start by trying to distinguish the color of your client's eyes, this will make you maintain eye contact for a moment long enough to communicate complete attention and openness. While you are in the room, don't look at your watch, cell phone, or any other screen, your attention should be one hundred percent on your interlocutor.
Preparation is the key
People don't dislike someone who doesn't know what they are talking about; as soon as we notice that, we close ourselves off and don't want to know anything else. The same will happen if you forget something, overlook something, or show ignorance in that first interaction. Be prepared even for possible responses or situations where the customer reacts in the opposite way to what you had envisioned.
Follow-up, the icing on the cake
You made it, you passed the 30-second threshold for a good impression and the meeting even went longer than expected during the meeting you were able to find common ground. Use that to your advantage and continue to follow up try to follow up as soon as possible. A thank you call for the appointment or a reminder email. Even if that customer isn't ready to buy yet, following up and keeping them in your sights will keep that impression of you.